[CEOFlow] A Visual Intention For CEOFlow And More Sketches

July 5, 2009

While my Sales Machine blog deals mostly with the technical and process parts of selling, my big picture/CEO-level thoughts are part of CEOFlow. This post is a reprint of the original: A Visual Intention For CEOFlow And More Sketches A Visual Intention For CEOFlow Do I even need to write anything to describe my intention [...]

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Why Stalled Deals Happen

June 5, 2009

Recently I attended a webinar by Tom Batchelder of Perficency, the author of “Barking Up A Dead Horse” (isn’t that a great title!?) on why stalled deals happen. Tom did an excellent and clear job in laying out the causes and in giving people some suggestions on what they can,or can’t, do about it. While [...]

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5 Questions with Aaron Ross: How to Make $ and the Most Out of Life! (Genius.com post)

May 2, 2009

I just did a blog post for Genius.com touching on making money through enjoyment, leadgen and “Seeds, Nets & Spears”, ColdCalling2.com, and more… Today I ask five questions of Aaron Ross. Aaron is an original and was one of the original sales guys at salesforce.com. While at salesforce.com, he inventedCold Calling 2.0 for his inside [...]

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Create Predictable Pipeline By Moving Prospects Through an "Assembly Line"

April 2, 2009

You can’t predictably create revenue without predictable pipeline, and that requires ways to measure and track how pipeline gets created. Here’s how you can do that with your sales development reps / new business people. An effective, easy-to-use sales automation or CRM system makes it convenient now to use a simple idea, the assembly line, [...]

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Bessemer’s Top 10 Laws for Being "SaaS-y"

March 14, 2009

Bessemer Ventures collected a great set of learnings around what it takes to build a successful SaaS (“Software-as-a-Service”) company: Bessemer’s Top 10 Laws for Being “SaaS-y”. It’s excellent! Your key monthly business metrics are: CMRR (Committed Monthly Recurring Revenue), Churn, and Cash flow – “Bookings” is for suckers Customer Acquisition Cost (CAC) and Customer LifeTime [...]

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DataSalad: "Fresh B2B Marketing Data"

March 10, 2009
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[CEOFlow] CEO meeting in westside Los Angeles (Santa Monica), March 13th

March 2, 2009

Eric Golden (CEO of Equipois) & I (Aaron Ross bio) are organizing a formal, facilitated CEO group here on the westside that will meet monthly. The group will help CEOs support each other in navigating through and prospering from the economic turmoil, focusing on topics such as creating predictable revenue, and working with investors and [...]

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[CEOFlow] New sketch: "Revenue, Space & Enjoyment"

February 16, 2009

As I wrote about in My original notes on frustrations with the way work, uh, works, PebbleStorm: CEOFlow is like “advanced PebbleStorm”. I’ve been playing with my CEOFlow circles for awhile, and finally this morning they really clicked: My sales advisory/consulting service: www.CEOFlow.com/services Subscribe to CEOFlow by Email

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Phone Works 2008 Inside Sales Compensation Report

February 1, 2009

Ah, fun with compensation PhoneWorks just published another sales comp report worth checking out. Here’s their introduction and a link to the full online report: A question on everyone’s mind these days is, “How is the slow economy affecting sales compensation and quotas?”. We set out to answer this question. As we do every year [...]

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Marketo interview: "Sales Lead Management: Thought Leadership with Aaron Ross"

January 9, 2009

I’ve always really liked the team over at Marketo, which offers lead management software for email marketing, lead nurturing, lead scoring, sales lead insight, and closed-loop reporting. Jon Miller has a popular and excellent blog, “Modern B2B Marketing”. They just published an interview with me… The next interview in the B2B Marketing thought leader interview [...]

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